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Sales Volume Freeze Over. De-Frost through Effective Telemarketing Campaign

Don’t Let your Sales Volume Freeze Over

While everyone knows that overrated theme song in that overrated movie, everyone has to be aware of the potential dangers of freezing sales volume.

freeze

Photo by http://i.imgur.com/8vGIr7O.gif

Freezing temperatures pose a great danger to a lot of things, even to B2B marketers. Ice-cold lead generation telemarketing programs are inefficient in the sense that they are not producing qualified B2B leads for the sales pipeline. Indeed, without qualified B2B leads, it is difficult for a business to meet sales goals.

It is thus vital for managers to maintain and enhance their lead generation program. More importantly, managers should also prevent their campaigns from freezing over.

Here are ways to defrost your telemarketing program and produce a good flow of sales closes.

Don’t Settle with Rejections.

Any experienced telemarketer can tell you that rejections are a hindrance. But what do you got to do? It is basically a fact of life in B2B lead generation. A prospect might need more time to think it through. It might be because there is an absence of urgency. But given these conditions, is there a reason to “let it go” that easy? No. Instead, keep the prospect within your lead management database and provide it with informational materials that might convince them to reconsider your offers.

Track your leads.

One way to know whether your campaign is producing as intended is to track the activity of individual leads. This could be done through an effective lead analytics system tailored for companies that manage a large volume of decision-makers. Moreover, observing metrics such as page views and web conversions can help you highlight the high and low points of your campaign.

Manage leads. Monitor campaigns. Nurture relationships Here’s how!

Change your perspective.

Perhaps, one reason that your campaign is not functioning is because of your approach. Conversations are central in every telemarketing contact. And it makes a difference how you approach your prospects. If you start off with sales pitches during the contact, a prospect would most likely decline your offers. Instead of acting like a quintessential salesman, focus on the most important issues confronting your prospects and gradually build up the conversation until the prospect becomes “sales-ready.”

Aside from Telemarketing, find more ways of reaching out to your prospecting. Try Multi Channel Marketing!

DOWNLOAD NOW: HOW DOES CALLBOX RUN A MARKETING CAMPAIGN?

DOWNLOAD NOW: HOW DOES CALLBOX RUN A MARKETING CAMPAIGN?

No one wants frostbite any more than your marketing campaign. Doing the above mentioned activities however can be made more effective by a competent B2B lead generation company. Nothing beats a warm hand to melt away the ice.

These companies have made their successful business ventures:

Case Study: Training and Telemarketing – an Award-Winning Tandem

Well-Documented Multinational Company Switches to Telemarketing, Lowers Cost Per Lead by 60%

 

Don’t let your sales freeze out.

Get Qualified Leads, Employ Successful Telemarketing Campaign. Here’s How!

 

Tongue-Tied? 5 Effective Ways to Improve your Telemarketing Skills

telemarketing tips

In many cases, telemarketers make certain mistakes that can instantly turn off  prospects, or simply convince them to opt out from an offer.

Mistakes happen all the time, but the bad part of it is that they can produce bad impressions for your brand and can instantly hurt your B2B lead generation and appointment setting. The good part of it is that you can instantly learn from these mistakes so that the second you engage another lead, you will know what to say and what not to say.

And while you are learning, be sure to check these tips out for a smoother audience engagement experience.

Practice!

For newbie B2B telemarketers, this is a no brainer. Buying yourself time to train yourself in talking to a business prospect lessens your anxiety. The only downside to this is that contacts can be spontaneous, asking questions you haven’t prepared yourself for. This leads us to our next point.

Use a call script

A script is always handy when you have a production quota to meet. It also provides a good list of things to say that can effectively guide you when things get a little too complicated. Especially when you are not much of an expert about the product you are promoting, a good call script makes it possible use your communication skills to improve your chances of getting a sales appointment.

Personalize your calls

Too often, call scripts limit spontaneity. Of course, this is a big no-no when you intend to create long-term relationships with potential clients. As much as possible, try to connect with your audience the same way you connect with someone asking for directions. Refer to call scripts only when you feel the conversation is moving towards a dead-end.

Use data profiling

A data profiling system comes in handy when you want to learn how best to approach a certain prospect. Such software allows you to uncover the fine details about the people you are going to contact and makes sure that you interact with leads who might get the most out of your brand.

Don’t sprint. Let your audience keep up

Being too eager can sometimes be counter-productive. A prospect would get easily annoyed if you keep on rambling about your product without giving them  some talking space. Essentially, telemarketing calls are all about taking into  account the current priorities and needs of the prospect. Asking them the right questions and giving them ample time to voice out their concerns allows them to stick to your propositions like flies to a spider’s web (for a lack of a more appropriate analogy).

The Three Vital Ways to Make your Telemarketing more Efficient

The Three Vital Ways to Make your Telemarketing more Efficient

Despite their insistence that telemarketing is on the verge of death, some marketers would eventually find themselves in the wrong spectrum when they realize that B2B companies are still conducting cold call campaigns.

Telemarketing still manages to stay at the top of the list of the most effective lead generation and appointment setting channels. Its position is supported firmly by the prevailing demand for direct and real-time communications that succeed where social media and email engagement failed. Marketers maintain an immense degree of optimism that they could get quality B2B leads from cold calling.

What’s more, even though case studies and white papers show numbers unfavorable to telemarketing, businesses still believe they can do more in using the channel in ways that deliver high-value opportunities.

Here are three ways to make your telemarketing campaign more efficient, as seen on an article published in Target MarketingMag.com:

  1. Have Live Call Center Agents Taking Customer Calls. Eighty percent of consumers sent to voicemail don’t leave messages, because they don’t think they’ll even be heard.

Customers are still using their phones, so it’s important that businesses be prepared to engage customers on their time. Your ad dollars are working cross platform 24/7, so it is important to set up systems to ensure a potential or existing customer call never goes unnoticed.

  1. Don’t Count on Voicemail Messages Being Heard. More than 30 percent of voice messages linger unheard for three days or longer and more than 20 percent of people with messages in their mailboxes “rarely even dial in” to check them.
  2. Consider That Customer Service May Be More Important Than Sales for Retention. A customer is four times more likely to defect to a competitor if the problem is service-related than price- or product-related.

It important to keep in mind that smart devices — where the rubber meets the road in terms of apps and the use of many online portals — are phones. If a customer is having trouble with an app or with a website, the next stop is a phone call. If this function is not robust and optimized, the customer relationship is in jeopardy.

Creating a highly effective telemarketing campaign entails hard work and a whole lot of cash. In this case, opt for a lead generation company that uses cold calls along with digital channels to increase your lead acquisition rate and expand revenue.

Improve Telemarketing Effectiveness with these 3 Simple Tips

Improve Telemarketing Effectiveness with these 3 Simple Tips

The importance of telemarketing goes without question.

Being a channel that allows businesses direct access to the minds of their buyers, telemarketing has to be executed with the right approaches.

Here are tips from Business2Community.com on improving your B2B lead generation telemarketing.

Get personal

When 70% of B2B buyers rated how vendors engaged with them as being more impactful than what they’re selling – it’s time to really get personal with your approach, including your qualifying questions.

Before you even jump into your sales pitch, make sure you understand what challenges your prospect is facing and if a need exists for your product. The easiest way to do this? Just ask.

Don’t push your luck

With the changing role of B2B sales in the digital age, B2B buyers are becoming increasingly expectant of us to understand their business challenges and needs.

And when it takes an average of 80 calls to develop a new opportunity, you need to make sure you’re adding value to your prospects every time you speak.

Don’t just push them for a yes/no answer – a maybe is always better than a no. Discuss their hesitations, business and personal goals, and use relevant industry content to showcase why your product will benefit them.

Think about sharing video testimonials or case studies of successful clients in the same (or similar) industry. And leave enough time for them to digest that information – remember they don’t know your product like you do.

Create impact that lasts

Supercharging your telemarketing campaign is all about thinking outside the box (or phone, if you will). Look at how you can tie your campaigns in with your other marketing activity and put a voice to your digitally generated prospects.

When you’re appointment setting for the next call – does it really have to be another conversation on the phone? Why don’t you invite your prospect to an exclusive webinar, or set up a new google hangout, or even drop by for a coffee. You can discuss your proposition and provide product insight to a group rather than a single prospect, and get real insight back from them too.

We all know the rising success of B2B video marketing, so why not follow up by sending them a ‘What next?’ video. Get creative with your telemarketing campaigns and break your channels out of the silos at the same time.

 

3 Branding Mistakes In Lead Generation

Branding practically means everything in business. This is the face and soul of your company. Your brand will also influence your effectiveness in lead generation campaigns. It is the first thing that prospective B2B leads will hear from you, and it has to be one that will stick to their minds the most. Of course, in the quest for creating memorable brands, many entrepreneurs often make the mistake of producing catchy names. Later, these turn out to be huge headaches, reducing their ability to effectively generate sales leads from the market. You should not make the same mistake. So, how should you go about it?

  1. Research – you might have come up with a catchy brand, but you may not be the first one. To avoid legal, and costly, arguments with rights owners, you should research the existence of the name. Check the internet or the patent office; see if your brand name is there already.
  2. Applicability – some entrepreneurs create brands that work well in only a small area. If you have plans of expanding, or using broad marketing mediums like telemarketing, it is best that you create a brand that anyone will understand or remember better.
  3. Relatedness – this part may be a bit tricky, but the rule of thumb here is to use a brand that is related to your business. If you insist on doing different, then fine, go ahead, you got nothing to lose. But you have to make sure you can connect your brand to your business properly come appointment setting time.

Simple enough, right? But these are sure to help you avoid lead generation troubles associated with branding.

 

7 Habits Of Successful Telemarketers: No. 7 – They Are Humble Enough

If there is also a quality that you have to emulate from successful telemarketing representatives, then it has to be their humility. Even the best among men can make a mistake, but it takes exceptional people to admit that they did. But that is the secret for a successful relationship building with potential B2B leads. It is good to really be knowledgeable about your business, but you cannot really have everything at your fingertips. In case you are lacking, admit to your short-comings and make sure that you get back to your lead generation prospects once you have what they need.

It is not that hard to imagine just how difficult it is to be honest and simply admit that you have made a mistake, or fail to deliver. That is bad news for business. And it is only natural that you would try to deny it or make excuses for it. Now that would be much worse.

Also, it does not really hurt if you ask help from others, especially if those people are much more knowledgeable than you in terms of business and market experience. Yes, you might look stupid at the start, but once you got things right, you will also look right.

Another thing, remember that appointment setting requires some level of negotiations, so be prepared to give some compromises to your prospective sales leads.

True, being humble and really willing to help your prospects can help you be more successful in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 6 – They Know How To Sell

Of course, not all successful telemarketers possess the same qualities. There will be some who would be different from others, in terms of how they conduct their lead generation campaign or the kind of sales leads they wish to generate. Still, the one common tie that connects them all is this: they can sell. And when it comes to selling, they are actually very good at it. Despite the negative perception of the term ‘selling’ in the minds of a lot of people, there are things we do that actually possess the nature of selling, not to mention these are the very things that we can emulate for ourselves.

For example, good sellers can explain their side properly. You do not have to actually sell something, but the mere fact that you can get your ideas across other people is actually a very good habit. Also, good sellers are excellent listeners. This is something you will need in your appointment setting process, since you will definitely be making some negotiations at this point. Another quality of selling that you can follow is the act of compromise. No one can have everything in this world, and that is the same thing with business. You have to adjust to the needs of your prospects before you get them to become B2B leads.

There are other qualities is selling that you can emulate from successful marketers, and you can learn these along the way. Anyway, if you actually deliver what you promise, your telemarketing campaign would be more successful in the end.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

Another habit of excellent lead generation specialists is with regards to momentum. Once they have started their work, rarely will you see them stop. If they did, they would probably be switching gears or improving their offer, which would translate to better sales leads. A good marketer would be content with the success of their current campaign. An excellent one would try to find more ways to improve and make more money. This is a habit that will surely bring you more benefits in terms of B2B leads generated. But the question here is this: how will you go about it?

First, you need to actually start something. No matter how good you are in getting the telemarketing job done, if you did make any effort to actually do something, then nothing will come out of your efforts at all.

Second, try shutting off all distractions during your work. Be it your cell phone or emails coming in, once you are in the middle of your work, you should only concentrate in what you are doing. Answering all your emails (which will never end) or looking at your phone (which can pretty much be all the time) will not only waste your time, but will also reduce your productivity.

And lastly, look to do better. A hallmark of successful appointment setting campaigns is the constant improvements done to maximize impact on the audience.

Do these things, and you can be sure to be successful in your overall lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 2 – They Work

Another habit of very successful telemarketing representatives is that they actually do some work. Unlike the average worker, these marketers really do their best when they are in the production floor. This could best explain their ability to generate a lot of sales leads at the end of the day. A little productiveness can be a real benefit for those involved in B2B leads generation. And usually, the ones that work a lot during their shift tends to finish their job earliest. You can do that too. All you need is to follow these simple tips:

  1. No phones – turn off your phones when you are already in your work station. Unless someone needs to contact you by phone, there is no need for it in the usual run of the day. Besides, if your phone receives a call, it can create a nasty feedback with your telemarketing equipment.
  2. No emails – checking emails is good, but doing that all the time will just waste your time. You can just open it at the start of the shift, and then check in again before the day ends. That would be enough to tell you if there are any tasks to be done.
  3. No gossip – really, that should be the last thing you should be doing, since it wastes a good amount of your time, not to mention giving you useless information. Better concentrate with your own lead generation work, which is a better idea.

Really, just do these things, and your appointment setting campaign will be all right.

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

 

The mark of an excellent telemarketing representative also consists of having a high aim. That is an essential part of a successful lead generation process. After all, having a goal can concretize your efforts, helping you maintain your pacing. Of course, when it comes to goals, you need to know what exactly it should be. Setting your sales leads aims too high will lead you to fail, while setting them too low will also cause you to be mediocre. In this case, you need to remember a few important points.

One, it must be a personal goal. Sure, you should follow the general aim of your marketing team, but if you do not put a personal intent in it, then you will lose steam in the long run. You have to make your aims your very own.

Second, it must be feasible. As I have mentioned earlier, your aim will determine the success of your campaign. So, if you set your appointment setting goals too high, you might not be able to reach it, discouraging you. Set it too low, and you will not be able to shine.

Lastly, it must also be measurable. You need to quantify the success or failure of your campaign, which means you need to conduct it through a measurable medium. For example, you can use telemarketing. It is very affordable, and it can reach a lot more prospects in a single day. Plus, you can measure it, too.

Follow these, and you can aim high in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 2 – They Work

Another habit of very successful telemarketing representatives is that they actually do some work. Unlike the average worker, these marketers really do their best when they are in the production floor. This could best explain their ability to generate a lot of sales leads at the end of the day. A little productiveness can be a real benefit for those involved in B2B leads generation. And usually, the ones that work a lot during their shift tends to finish their job earliest. You can do that too. All you need is to follow these simple tips:

  1. No phones – turn off your phones when you are already in your work station. Unless someone needs to contact you by phone, there is no need for it in the usual run of the day. Besides, if your phone receives a call, it can create a nasty feedback with your telemarketing equipment.
  2. No emails – checking emails is good, but doing that all the time will just waste your time. You can just open it at the start of the shift, and then check in again before the day ends. That would be enough to tell you if there are any tasks to be done.
  3. No gossip – really, that should be the last thing you should be doing, since it wastes a good amount of your time, not to mention giving you useless information. Better concentrate with your own lead generation work, which is a better idea.

Really, just do these things, and your appointment setting campaign will be all right.

Telemarketing Lessons From Pope Benedict XVI’s Resignation

Telemarketing and Pope Benedict XVI

Sometimes, you just have to learn when to stop, no matter what precedents dictate. This is something that you can learn from Pope Benedict XVI’s resignation as Pope. After a tradition that spanned centuries, the pope has decided that enough is enough, that he going nowhere in his leadership, which compelled him to resign. What does it say about your lead generation campaign? Sometimes, you just have to know when to admit defeat. This is a necessary act if you want to generate qualified B2B leads. But that should not really be the end of it all. Actually, like the way Benedict XVI did, you should learn when to step aside and let more qualified people generate the sales leads for you.

This is the reason for outsourced telemarketing firms to come about. You have to accept the fact that you cannot do everything. There are some things that you are the best at, but there is also a lot of other stuff that you need to leave to the experts. Take, for example, appointment setting. This is a phase in generating sales leads where a lot of negotiations is involved – one where you might not be very good at. In this case, it is best to ask help from those experienced with this kind of work. In this way, you can concentrate more on what you handle best: your business.

There are a lot of outsourced lead generation firms that can help you. Just like Pope Benedict XVI, stepping down or stepping aside is not the end. Better choices can be available.